30 Minutes to President's Club | No-Nonsense Sales #98 - Injecting your demos with discovery (Mor Assouline, Founder of FDTC)
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Feb 23, 2022 Mor Assouline, Founder of FDTC and former VP of Sales at Okendo, shares his insights on transforming product demos into compelling experiences. He emphasizes starting demos with personal introductions to build rapport and highlights the importance of asking justified questions to lower customer defenses. Assouline advocates for tailoring demos based on discovered pain points, ensuring they resonate with potential buyers. His tips on leveraging vocal tonality further enhance the impact of presentations, making every demo relevant and engaging.
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Engaging Questions
- Keep customers engaged during demos with open-ended questions, not just "yes/no" ones.
- Ask about who else might use a feature or how it compares to their current methods.
Cherry-Pick Features
- Focus your demo on the top three items that address the prospect's key challenges, avoid overwhelming them with features.
- Briefly explain any other shown features for context, without going in depth.
Handling New Stakeholders
- If new stakeholders join the demo, start with introductions and discovery.
- Ask about their goals and challenges to tailor the demo to their needs as well.